Finding the buyers you cannot see.
Helping Droogijs365 reach dry ice buyers in pharma, food and logistics — even when their use of dry ice is not visible from the outside.
The right sector.
But are they
using dry ice?
For Droogijs365, the challenge was identifying the right companies without knowing in advance whether they actually used dry ice. A business could operate in pharma, food or logistics and still have no relevant need.
This made account selection a commercial challenge in its own right. Finding potential buyers meant looking beyond sector labels and establishing whether the product was relevant to their operations.
A company that fits the sector is not automatically a company that buys dry ice.
A sharper approach.
A lower cost
per customer.
De Grijff combined commercial strategy, CRM implementation and business development. We developed new propositions and supported the work of reaching potential buyers. The reported result: a fourfold reduction in cost per customer.
Customer acquisition cost reduced to one quarter of the comparison level — equivalent to a 75% reduction.
- Client
- Droogijs365
- Target buyers
- Dry ice buyers in pharma, food & logistics
- Core challenge
- Identifying users without prior confirmation of demand
Commercial strategy
We worked out new propositions for Droogijs365, sharpening the commercial offer and the basis for conversations with potential customers.
CRM implementation
We implemented CRM to provide a structured foundation for business development and the organisation of prospect and customer information.
Business development
We carried out business development aimed at finding and engaging relevant dry ice buyers within pharma, food and logistics.
More efficient customer acquisition.
The result concerns cost per acquired customer. It is distinct from cost per lead or the cost of arranging a meeting.
A partner that actually delivers.
“We’ve worked with a few commercial partners in the past and, to be honest, the results often didn’t match the promises. With De Grijff, that has been different.
They are the first commercial partner we’ve worked with that actually delivers. Communication is straightforward, they understand how we work, and they speak our language. That makes the collaboration both effective and pleasant.
Most importantly, we’re seeing real results, and that’s ultimately what matters.”
Find the need.
Then find the
right people.
The first question is whether an organisation uses dry ice. The next is who understands the application, who manages supply and who makes the purchasing decision. These roles can sit in different teams.
| Sector | Typical roles to explore | Questions that establish relevance |
|---|---|---|
| Pharma | Laboratory operations, supply chain and procurement. | Is dry ice used in sample handling or temperature-controlled shipping? Who specifies the need and orders the supply? |
| Food | Production, operations, quality and procurement. | Does a production, cooling or transport process use dry ice? Is the requirement recurring or occasional? |
| Logistics | Operations, cold-chain management and purchasing. | Do customer shipments require dry ice? Who arranges replenishment and selects suppliers? |
These roles and questions illustrate the buying context. They are not a list of confirmed campaign contacts or customer applications.
Are your best buyers hiding in plain sight?
Let’s explore how clearer targeting, a relevant proposition and structured business development can help you reach the organisations that need what you offer.
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